One of the most successful Goan manufacturers, Atul Pai Kane, chairman, Pai Kane Group, has taken his business interests to formidable heights. The group started out as a trading house before Kane diversified into manufacturing and achieved spiraling growth. Today the Pai Kane group has a strong presence in the domestic genset industry and is the winner of several awards for export excellence. Passionate about engineering excellence, Kane is an active member of the Goan industry. He was formerly the chairman of CII-Goa and the president of the Goa State Industries Association. Here he shares his insightful views of doing business with Shoma Patnaik
When did your initiation as an entrepreneur begin and how would you describe the journey?
My journey as an entrepreneur began while still studying engineering. My parents had a trading business in machinery and generator sets. And the business attracted me. The initiation came from the fact that our dining table conversations were all about business and I thought it was very cool to be in. Besides, my father took me to several business meetings where I met with other business personalities and that set me on the path.
The journey was educative and I have always been a very patient listener. That allowed me to learn from all the people and choose to retain what was good. A further challenge was presented when we sold a large project to a company Sunrise Zinc Ltd, then just setting up in Goa. Kailash Jaju, founder, of the company and papa to me, believed and trusted in our abilities to deliver the total electricals for their plant.That opportunity led us to setting up a modern factory in Tuem.
What would be your advice to a budding entrepreneur ?
Focus. Focus on studying the product or service that one wants to be in. Focus on the landscape from the buyer’s perspective- understanding what value the product is giving the buyer- what need it serves. Focus on listening to the voice of the customer (VOC.) Most of the time the customers don’t know what exactly they need. So understanding their needs will help create a solution. Focus on providing that service and getting the feedback. It’s extremely important to
hear what the customer says after using the product and tweak it for continuous improvements. Focus on seeing the future of the industry that you are in to know that obsolescence is not round the corner. But build focus on every part of
your business.
The highs in business are always celebrated, how did you cope with the lows and were there many?
Tough times need a resolve never to deviate from a chosen path. Mental strength is the key. Family support comes in next. It is very important to be honest with every stakeholder and transparency with them leads to finding solutions. During my lows my family and friends came to my aid a lot. And there were many. Businessman Prasad Keni is one who came to my aid and stood like a
rock with me.
Mentorship- the buzz word today, how important do you think it is for a person starting in business?
It is my belief that one needs to have a role model and not necessarily a mentor at the beginning of the journey. That role model and their methods must be available for use, should be time tested, be ethical and build character. If such a person is available to mentor than having a mentor would be great. But it is not the most important factor for success. Having multiple role models is also a good way forward.
Did you have a mentor?
My mother stood by me as a pillar. And she trusted me to do the right thing and in the right way. She gave me direction to life and good ethics to follow. I am particularly indebted to Anil Counto and Victor Albuquerque for being my business heroes. From Anil bab I understood and gained the ability to take risks and from Victor his work ethic and focus on the what others would called trivial. I have not forgotten those lessons ever. There were others but those two will remain my heroes for life.
How important is it to start young if you want to be a success in business?
The age is a number. I don’t think the age at which you start matters.
Does a business family background help in having the right mindset for entrepreneurship?
No, I don’t believe so.
Which are the areas you would advise an aspiring entrepreneur to never compromise on in business?
Never compromise integrity to the product or service that you build. Every product must be built in a way that its end use is for me. And its application must be met. The other is honesty to every stake holder.